CPC Sales Techniques & Marketing for Preplanning 3

Question 1

Which metric is the most direct indicator of a preneed consultant's sales effectiveness?

Accepted Answer

The closing ratio of presentations to signed contracts

Answer

The number of community seminars attended per month

Answer

The number of marketing emails sent per week

Answer

The total number of cold calls made per day

Question 2

A preplanning consultant should maintain a client database primarily to:

Accepted Answer

Manage follow-up schedules, record preferences, and strengthen long-term relationships

Answer

Track competitor pricing and market trends

Answer

Store copies of all state regulatory filings

Answer

Document employee performance evaluations

Question 3

Which of the following is an example of a 'third-party endorsement' in preneed marketing?

Accepted Answer

A local hospital chaplain speaking positively about the funeral home's preplanning program to patients

Answer

The funeral home director personally calling every prospect

Answer

A preneed consultant handing out business cards at a community event

Answer

Posting the funeral home's own testimonials on its website

Question 4

In the AIDA marketing model, what does the 'D' stand for, and how does it apply to preneed sales?

Accepted Answer

Desire — creating an emotional want for the peace of mind that preplanning provides

Answer

Disclosure — ensuring all regulatory disclosures are made to the prospect

Answer

Demographics — identifying the ideal customer age and income profile

Answer

Documentation — completing all required paperwork before closing

Question 5

A preneed consultant who bundles merchandise, services, and transportation into a single price is using which sales strategy?

Accepted Answer

Package or combination pricing

Answer

Itemized pricing transparency

Answer

Discount ladder pricing

Answer

Cost-plus markup pricing

Question 6

Which best describes the ethical boundary between persuasion and manipulation in preneed sales?

Accepted Answer

Persuasion relies on honest information and genuine benefits; manipulation exploits fear, grief, or deception

Answer

Manipulation is acceptable if it results in the client buying a plan they truly need

Answer

There is no meaningful distinction as long as the client signs willingly

Answer

Manipulation is only unethical when the client later complains formally

Question 7

When a client comparison-shops and mentions a lower price from a competitor, the best consultant response is to:

Accepted Answer

Acknowledge the comparison, then clearly articulate the unique value and service differences that justify the price

Answer

Immediately match or beat the competitor's price without further discussion

Answer

Discourage the client from visiting competitors by emphasizing the competitor's negative reputation

Answer

Offer a steep discount valid only if the client signs the contract today